warning signs of value-based problems
below are some common problems that many of our
clients have experienced. these are the “symptoms.” the
causes are as unique as our customers. but what is constant
is that our expertise in exposing, selling, delivering,
and reinforcing value makes
a difference for our clients. and we can make a difference for you.
customer problems
product/services/market problems
revenue problems
sales management problems
sales representative problems
customer problems
- high customer turnover
- difficulty establishing new customers
- variable customer satisfaction
product/services/market problems
- products perceived as a commodity
- can’t exert influence on the buying process (reactive vs. proactive)
- problem identifying your own unique value
- forced to compete on price
- aggressive new or changing competitive landscape
revenue problems
- shrinking margins
- static sales
- long sales cycles
- inconsistent sales performance
- increasing sg&a %
- reactive sales process
- new or enhanced products get released without an increase in sales
sales management problems
- don’t know the close ratio of your sales force
- long ramp-up for sales and new offerings
- reluctance of the sales force to change
- inability to predict production inventory needs for supply chain management
- inability to manage the sales process
sales representative problems
- low closing ratios
- difficulty closing opportunities
- ineffective identification of decision maker
- wasting time selling to non-decision makers
- difficulty demonstrating business/value proposition
- difficulty selling on anything other than price
- difficulty understanding the customer’s needs/priorities
- difficulty matching customer’s needs with products/capabilities
- the customer perceived (for whatever reason) that the sales rep is
a peddler
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ready to move forward?
it takes courage to institute real change. contacting us is the first
step. you'll be glad you did.
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